RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Contents of this Issue

Navigation

Page 77 of 126

RISMedia's REAL ESTATE August 2018 73
{Power Teams}
you whenever it's time to buy or
sell a home, so you better prepare
to close more sales.
Cleve Gaddis is a master coach with Workman Success
Systems and team leader with Gaddis Partners,
RE/MAX Center in Atlanta. He learned sales the hard
way, selling vacuum cleaners door-to-door, and now
puts those skills to use in helping his team close $60
million annually. He loves to share his systems and
strategies to help others succeed. He hosts the Call
Cleve Atlanta Real Estate Show heard weekly on News-
Talk 1160 WCFO. Contact him at Cleve@GoGaddis.com.
Harness the
Power of Your
Relationships
Inside and
Outside the
Industry
by Rick Geha
R
elationships are the key to suc-
cess in the real estate business.
There's nothing to argue about. It's not
an opinion; it's an official foundational
fact about real estate.
You created relationships long
before you got into real estate. In
fact, the Census Bureau says that
anyone who has graduated from
high school knows approximately
2,000 people by first name. And
while you probably don't remember
all the people you actually know,
or at least knew at one time or
another, your database of people
you know needs to be growing
constantly, and it's up to you to
make it happen.
So, what do you need to do
about all this? Well, let's just say
that your success in life (not just
in real estate) is going to be pro-
portional to the number of amaz-
ing relationships you create for the
sake of the relationship, not for
the sake of a hidden or alternate
agenda. While this may be difficult
for some of you, others may enjoy
the task too much. Either way, I've
found that the more I make a con-
scious choice to meet new people,
stay in contact and create great re-
lationships, the more successful I
become.
In fact, taking the time to
build relationships, and
then nurture and maintain
them, has paid tons of
dividends.
What if I could show you
how to make those relation-
ships become catalysts for expo-
nential growth in your life and busi-
ness?
This happens through leveraging
the relationships you have both in-
side and outside the industry.
If the old adage is true, that if
you have lots of money, you usually
have no time, and if you have lots
of time, you have no money, what if
we could change that permanent-
ly? It's actually pretty simple, and
can also be achieved through le-
verage. It's what most people are
looking for in their lives as they
look toward creating systems that
allow them to bring in revenue with
less effort on their part.
Here's where the power lies.
By having a system that commu-
nicates with your database of cli-
ents on a regular basis, you are,
in fact, leveraging that database
to be bringing you business. There
are even systems that allow you
to leave voicemails for your entire
database, as well as those that
send eNewsletters (or snail mail
if you prefer) to everyone in your
database once a month.
While staying in touch on a
consistent basis is impor-
tant, any form of communi-
cation with your database
needs to include calls to
action. Show them that
they're valuable, and that by
staying associated with you, they'll
benefit by being in a relationship
with you. Events are another great
leverage tool that will allow you to
create a lot of business while ex-
pending very little focused energy
on certain systems and activities.
And, more importantly, remember
that you can leverage relation-
ships inside and outside the in-
dustry in a very similar fashion.
Most of the systems I use—and
my ability to leverage my relation-
ships in the most effective man-
ner—come from getting coached
and being held accountable. I don't
mean for that to be a commercial
for coaching, but rather, a gentle re-